Who we are:
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
Visit gomotive.com to learn more.
We are looking for a relentless and strategic partner manager to build and accelerate our partner ecosystem across the Mexico region. Reporting to the GTM Partnerships team and partnering closely with Mexico Sales leadership, you will be the primary engine behind unlocking indirect revenue streams in this critical market.
This is not a passive maintenance role. We need a builder who is hungry to hunt for new opportunities. You will be responsible for securing and managing critical commercial partnerships (Resellers, Distributors, Integrators) and recruiting the channel partners necessary to transact at scale.
You will sit at the intersection of Sales, Legal, and Strategy, translating our value proposition into streamlined revenue channels for our regional sales team. If you have a gritty, "get it done" mentality and deep experience navigating the intersection of SaaS/Hardware and the Mexican channel market, this is your opportunity to help build a massive vertical at Motive.
Key Responsibilities- Regional Partnerships Strategy & Development
- Build the Ecosystem: Identify, recruit, and onboard high-value Resellers, Distributors, Systems Integrators, and Telematics Service Providers to broaden our reach throughout Mexico.
- Drive Revenue: Actively manage partner relationships to drive pipeline generation. You won't just sign partners; you will ensure they are trained, motivated, and selling effectively in the local market.
- Market Mapping: Analyze the local competitive landscape to identify which verticals and regions have the highest need for our Fleet Safety and management solutions.
- Program Management & Execution
- Own the Region: Lead the strategy and execution for acquiring and maintaining critical partnerships that align with local business practices and commercial norms.
- Strategic Co-Selling & Market Adaptation: Drive joint business planning with top-tier partners to attack key verticals. You will act as the "Voice of the Partner" internally, guiding our Product and Marketing teams to ensure our positioning, pricing, and value proposition resonate with the market.
- Compliance & Operations: Maintain strict compliance with local regulations and business standards, ensuring our price lists, product catalogs, and partner agreements are localized and up-to-date.
- Internal Enablement & Collaboration
- Bridge the Gap: Serve as the internal subject matter expert (SME) for the Mexico Direct Sales team. Teach them how to use our partners to close deals faster and without friction.
- Cross-Functional Alignment: Work closely with Legal, Marketing, Product, and Finance to ensure our regional offerings are scalable, compliant, and culturally relevant.
- Performance Tracking: Monitor partner performance and contract utilization, reporting KPIs and ROI back to the Director of GTM Partnerships.
- Experience: 5+ years of experience in Business Development, Partnerships, or Channel Sales, with a specific focus on the Mexico region and market.
- The Hunter Mentality: You are proactive. You don’t wait for a lead to drop; you are shaping the requirement beforehand. You are comfortable cold-calling potential partners and navigating complex organizations to find the decision-maker.
- Language & Location: Must be based in Mexico City with the ability to work a hybrid in-office schedule. You must be fluent in Spanish and capable of conducting business negotiations seamlessly in both Spanish and English.
- Channel Fluency: Deep understanding of the Mexican channel landscape, distribution models, and the role of resellers/integrators in B2B sales.
- Industry Background: Experience in SaaS, IoT, Hardware, or the Mobility/Transportation industry is highly preferred. Understanding how to sell physical + digital solutions to commercial fleets is a major differentiator.
- Communication: Ability to distill complex product and program language into simple, actionable advice for sales reps, partners, and executives.
- Analytical Rigor: Proficiency in using CRM tools (Salesforce) to track partner leads, deal registration, and revenue attribution.
- Impact: You will be building a revenue pillar from the ground up with high visibility from Executive Leadership.
- Market Opportunity: The logistics and transportation modernization wave in Mexico is massive, and our product is perfectly positioned to capture it.
- Culture: We value builders and owners. You will have autonomy to execute the joint partner strategy developed with Mexico Sales leadership teams.
Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.
Regarding US-based roles, depending on your role and primary work location, Motive Technologies, Inc. (“Employer”) discloses candidates may be required to execute a non-compete covenant with the Employer. This requirement does not apply to lawyers, interns, or employees working in CA, MN, MT, ND, OK, or where otherwise prohibited by law.
Non-compete covenant terms in all other jurisdictions will be subject to the applicable statutory requirements, including but not limited to, procedures, industry related prohibitions, or salary and compensation thresholds.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Skills Required
- 5+ years of experience in business development, partnerships, or channel sales
- Specific experience focused on the Mexico region and market
- Based in Mexico City and able to work a hybrid in-office schedule
- Fluent in Spanish and capable of conducting business negotiations in Spanish and English
- Deep understanding of the Mexican channel landscape, distribution models, resellers, and integrators in B2B sales
- Proactive hunter mentality, including cold-calling potential partners and identifying decision-makers
- Experience in SaaS, IoT, hardware, or mobility/transportation
- Understanding of selling physical and digital solutions to commercial fleets
- Ability to communicate complex product and program language clearly to sales representatives, partners, and executives
- Proficiency using Salesforce to track partner leads, deal registration, and revenue attribution
What the Team is Saying
Motive Compensation & Benefits Highlights
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Healthcare Strength — Health coverage includes medical, dental, vision, life insurance, and free mental-health support for U.S. employees. Feedback suggests the offering is broad and accessible, with multiple plan options noted.
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Leave & Time Off Breadth — Vacation, sick leave, local holidays, and enhanced parental leave are emphasized, and PTO is often described as generous or flexible. Feedback suggests many teams can utilize time off, though experiences may vary by department.
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Flexible Benefits — Work arrangements span fully remote, hybrid, or in-office, with a work-from-home stipend for fully remote employees. Feedback suggests flexibility is a notable perk that supports work-life balance.
Motive Insights
What We Do
Motive builds technology to improve the safety, productivity, and profitability of businesses that power the physical economy. The Motive Automated Operations Platform combines IoT hardware with AI-powered applications to automate vehicle and equipment tracking, driver safety, compliance, maintenance, spend management, and more. Motive serves more than 120,000 businesses, across a wide range of industries including trucking and logistics, construction, oil and gas, food and beverage, field service, agriculture, passenger transit, and delivery. Visit gomotive.com to learn more.
Why Work With Us
We work hard, with humility and we see our efforts rewarded in tangible ways every day. At Motive, you’ll have the chance to make a difference for the drivers who keep our world moving. We trust each other to do great work because together we can achieve collective goals that reach beyond the physical economy.
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Motive Offices
Remote Workspace
Employees work remotely.
